The continuing growth of online sales has caused corrosive price competition among traditional resellers in the automotive aftermarket and those with a lower cost of doing business. This leads to resale price erosion that puts brand value, customer service and reseller viability all at risk. In fact, manufacturers are often called upon to “do something” by resellers under increasing pressure. Whether new to this area or looking to improve a current program, various approaches that realistically can be taken in the United States and Canada to prevent or manage this situation will be discussed, along with the best-in-class alternatives, developments and trends.

Resale price erosion in the automotive aftermarket is a growing problem that affects every level of distribution—manufacturers, warehouse/distributors and both brick-and-mortar and online dealers and retailers. In this interactive discussion, knowledgeable veterans of the battles in this area will discuss the key issues and what their companies have done. They will pass on the lessons learned along the way—both the positive and the pitfalls. Attendees are encouraged to participate with their own questions and comments.